外贸电话开发客户Cold Calling.docVIP

外贸销售技巧中，打电话非常重要。方便，快捷，容易建立信任感，拉近客户距离，今天你电话了吗？ While there are plenty of ways to get sales leads, sometimes you end up having to call people youve never met. This process, known as?cold calling,冷电话?is actually easy-but only if you know how to do it. 如果对任何一个“冷拨”做好十足的准备，信心自然增加，不紧张，任何一个人都做得到。 Heres a step-by-step guide. 1. Introduce yourself. When you get through to a prospect, say: You:?Hello [prospects first name], this is [your name] from [your company] ... 2. Obtain permission to continue. Without waiting for the prospect to respond, immediately ask the following question: You:?... Have I caught you in the middle of something? So, the whole opener should sound like: Hello, Jim, Im John Doe from Acme. Have I caught you in the middle of something? Exactly like that. In most cases, the prospect will respond one of three ways: Its always a bad time, but whats this all about? No, this is not a bad time. What can I do for you? Im in the middle of something. Call me later this afternoon. 首先获得对方的许可才能继续，这非常有必要，免得不识时务，更引起客户的反感，这个不懂礼貌的家伙！所以开场白的第一印象分——100！ 但是士气一定要有，不能因为对方的拒绝而匆匆挂断，还是要镇定，让我们继续...... ? If you get the third response, go to Step 3. Otherwise, skip Step 3 and proceed directly to Step 4. 3. Reschedule the conversation. If you get that last response, say: You:?Thanks, Ill call you then. Make a?note?in your calendar to?call again at that time. Call back at the time that you committed to do so. If your prospect answers the phone, proceed to Step 4. However, if when you call back, you land in voicemail, leave this message: You:?Joe, you asked that I call you around this time, but it looks like youre out. Call me at XYZ number, but if I dont hear back from you by this Friday, Ill call you on Tuesday. Then call back when you said you would. When you get finally through, proceed to Step 4. 一定要有记性，避免下一次同样的时间吃个哑巴亏。 最好能问到方便联系的时间 ，又或者问到邮箱地址等等，总之直接挂断是挺遗憾的。 如果回电继续无人接听，留言是必须的，锲而不舍金石可镂，伙伴们加油！ 4. Continue the conversation. If in Step 2 you got one of the first two responses, say: You